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Psychological Types & Negotiations: Conflicts and Solutions Suggested by the Myers-Briggs Type Indicator Prof. John Barkai William S. Richardson School of Law University of Hawaii. The four basic personality types. Spring. Preferences. Write your name. Myers-Briggs Preferences.

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Presentation Transcript
slide1

Psychological Types & Negotiations:Conflicts and Solutions Suggested by the Myers-Briggs Type IndicatorProf. John BarkaiWilliam S. Richardson School of LawUniversity of Hawaii

slide18

Myers-Briggs Preferences

Extraversion – Introversion

Sensing – Intuitive

Thinking – Feeling

Judging - Perceiving

E – I

S – N

T – F

J - P

distribution of mbti types total
Distribution of MBTI Types -Total

Source: Center of Applications of Psychological Type - 2006

mbti types females
MBTI Types - Females

Source: Center of Applications of Psychological Type - 2006

mbti types males
MBTI Types - Males

Source: Center of Applications of Psychological Type - 2006

thinking feeling myers briggs dimensions richard 1994
THINKING/FEELING (Myers-Briggs Dimensions - Richard, 1994)

Lawyers - Male

Lawyers - Female

Most Females

Most Males

slide28

Least frequent

law student/

lawyer types

Most frequent

law student/

lawyer types

slide29

Points of View

Viewing through type

When you are really frustrated by another person’s

behavior or comments,

You probably are not seeing things from their point of view.

slide31

BARKAI'S THESIS:

People with certain preferences

[combinations of letters]

are more likely to have

certain psychological needs or interests in negotiations

slide32

They may

consider, decide, and act in rather predictable patterns.

If you

understand the patterns,

you are better able to

reduce and resolve conflicts.

slide34
Descriptions

Communication Style

Negotiating with them

Tips for your type

slide36

Extraversion

or

Introversion

E -I

description
Extraverts

Outer directed

Energy & excitement

Love "people" action

Introverts

Inner directed

Quiet

People drain them

Description
communication style
Extraverts

Fast & talkative

Think out loud

Ready, fire, aim

Introverts

Slow & quiet

Internally thoughtful

Ready, ready, ready

Communication Style
negotiating with them
Extraverts

Small talk is ok

Ask open-ended questions

Impasse?

Change energy

Introverts

Draw them out

Give them time to think

Send it in writing

Negotiating with them
tips for you
Extraverts

Slow down & listen

Warn them about you

Get them to brainstorm

Introverts

Be clear & forceful

Once is not enough

Smile

Tips for you
slide42

Judgment

or

Perception

J-P

description43
Judgers

Like control & structure

Want to get it decided

Aggressive at decisions

Perceivers

Want more information

Keep options open

Dislike schedules

Description
communication style44
Judgers

Discuss aggressively

Quick to decide

Blame someone else

Perceivers

Informal style

Love to brainstorm

Discuss contingencies

Communication Style
negotiating with them45
Judgers

They need structure

Get details before closure

They sound more definite than they are

Perceivers

Don't constrain them

Last minute changes

Help them select options

Negotiating with them
tips for you46
Judgers

Have all the facts?

Avoid fast conclusions

Allow others some time

Perceivers

Reduce the options

Assert your preferences

Just pick one

Tips for you
slide49

Sensing

or

Intuition

S-N

description50
Sensors

The 5 senses

Practical reality

Status quo

Intuitivies

Possibilities

See the Big Picture

Theoretical overview

Description
communication style51
Sensors

Hear things literally

Step-by-step

They don't brainstorm

Intuitives

Jump around a lot

Hear things figuratively

Consider facts as limits

Communication Style
negotiating with them52
Sensors

Stay in "here-and-now"

A concern for history

Factual & detailed

Intuitives

Brainstorm novel ideas

Metaphors & analogies

Assist getting to action

Negotiating with them
tips for you53
Sensors

More than just the facts

Peel the onion

Same fact cuts both ways

Intuitives

Stick to the issues

Settle easy things first

Don't overlook details

Tips for you
slide55

Thinking

or

Feeling

T-F

description56
Thinkers

Objective

Logical

Focus on the task

Feelers

Subjective values

Harmony

Sociable & friendly

Description
communication style57
Thinkers

Brief & concise

Impersonal terms

Pros & Cons

Feelers

Talk story

Friendly

Perhaps time consuming

Communication Style
negotiating with them58
Thinkers

Be logical & organized

Cost-benefit analysis

Avoid emotions

Feelers

Be interested in people

Start with agreements

Don't criticize them

Negotiating with them
tips for you59
Thinkers

Allow some emotions

Find out what they feel

Any "people" issues?

Feelers

Don't take it personally

Be brief & don't repeat

Forget harmony this time

Tips for you
zig zag pattern for presenting information
Zig-Zag Pattern forPresenting Information

Sensing Intuition

Thinking Feeling